A winning image starts with a good self-image
ADAPTABILITY-Can You Connect With Others?
Burnout
How you can try so hard to succeed and yet fail I once knew a salesperson who was so successful that he failed. His sales and commissions were high and yet he failed. He was in his office at 6:00 a.m. each weekday and left at nearly 9:00 p.m. each evening. Weekends were used to… Read More
Collaborative Negotiating Strategies
Collaborative Selling
Competition with Others
Customer Service – The DISC Styles Way!
DISC versus MBTI
Features versus Benefits
Following Up After Your Prospect Says “NO”
Foolproof Sales Training
As a sales coach, you are ultimately responsible for the performance of the sales team. Part of your mission is to improve their sales performance year after year. To achieve that goal, you carefully analyze and manage territories, hire and fire, set minimum standards, set goals, create incentive programs and provide on‑going sales training and… Read More
How Adaptable are YOU?
What IS Adaptability? The concept of adaptability, as developed by Dr. Michael O’Connor, co-author of The Platinum Rule®, is a two-part process. It combines flexibility with versatility. Flexibility is your willingness to adapt. It is your attitude. Versatility is your ability to adapt. It is your aptitude. The first half of the high adaptability formula… Read More
How to Ask the Right Questions
Information gathering ‑ asking the right questions at the right time ‑ is essential to success in sales. Through skillful questioning, you initiate and maintain conversation that leads to sales and builds your image as a professional. No matter whether your prospects are reticent or talkative, your questioning skills will help you to uncover and… Read More
How to Bring Out the Best in Your Management Style
How to Bring Out the Best of Your Sales Management Style
If you are a manager of salespeople, you should be very aware of your leadership style to allow you to work more effectively with your sales reps and transform from being just a boss into a true leader. However, before you do that, you will need to identify your sales management style. I espouse using… Read More
Identifying DISC Styles on the Phone
Is it easy to be counted as a Genius?
Key to Effective Feedback
Most People Aim at Nothing in Life… and Hit it with Amazing Accuracy
Most People Aim At Nothing In Life… And Hit It With Amazing Accuracy
There is an old saying: “Most people aim at nothing in life . . . and hit it with amazing accuracy.” It is a sad commentary about people, but it is true. It is the striving for and the attainment of goals that makes life meaningful. People who have no goals feel emotionally, socially, spiritually,… Read More
Motivating Employees: Money Isn’t the Solution
NEGOTIATING TIPS
Remember the famous TV show, “All in the Family?”
“Edith do you know why I can’t communicate? Because I’m talking in English and you’re listening in dingbat!” Well, maybe Archie Bunker could benefit from learning how to communicate in “dingbat”! Then, he could mentally change places with Edith to understand her expectations instead of just his own. Every day I face the potential for… Read More